BIP Winter 2025

+ INSIDE 2026 NATIONWIDE PRIORITIES FROM NABIP’S REGIONAL VICE PRESIDENTS

WINTER 2025

+ MEDICAL CANNABIS

MOVES INTO MODERN BENEFITS STRATEGY

Official magazine of NABIP PAC POWER Lori Crandall and Jennifer Farrell

rally members to raise voices, build relationships and make an impact in Washington.

WINTER 2025

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Official magazine of NABIP

NABIP Shaping the future of healthcare

Volume 72 No.4

EDITOR-IN-CHIEF Elizabeth Galentine elizabeth.galentine@contentovation.com

ADVERTISING SALES MCI USA (410) 584-1901 katy.lewis@wearemci.com

PRINTER Walsworth (573) 442 8714 www.walsworth.com

focus 28 Power in Connection NABIP PAC Chair Lori Crandall and Vice Chair Jennifer Farrell turn relationships into results. 34 Broker Voices: Emily Trevino In the ACA market, this Houston broker’s focus on advocacy and trust reveals why access, not enrollment, defines success. 36 Strengthening NABIP’s Core NABIP leaders are focused on keeping the association strong and connected. The conversations shaping 2026 come back to five essentials: engaging members, developing leaders, staying ahead of legislation, modernizing outreach and maintaining unity across the country.

REPRINTS MCI USA (410) 584-1901 katy.lewis@wearemci.com MAILING ADDRESS 999 E Street NW, Suite 604 Washington, D.C. 20004

EDITORIAL & DESIGN ContentOvation with Therium Studio

www.ContentOvation.com jamie.green@contentovation.com

www.theriumstudio.com melissa@theriumstudio.com

The opinions expressed in this magazine are not necessarily endorsed by NABIP nor does the magazine assume responsibility for statements made in advertisements or published articles. Send editorial submissions to: bip Editor, 999 E Street NW, Suite 604, Washington, D.C. 20004. bip (ISSN 2475-5826, publication no. 238660), 2025, volume 72, number 4 Published 4 times per year (Spring, Summer, Fall, Winter) by the National Association of Benefits and Insurance Professionals, 999 E Street NW, Suite 604, Washington, D.C., 20004. $25 annual subscription price is included in NABIP member dues. Periodical postage paid at Washington, D.C., and additional mailing offices.

On the cover: Photography by Steve Craft

28 Each state does certain things better than others, so let’s learn from each other. — Angela Mlynarski, Region V Vice President “ ”

inspiration

02 LETTER FROM THE CEO

Defining the next era of leadership.

04 LETTER FROM THE PRESIDENT Bring your voices to Capitol Conference. 06 NABIP IN ACTION

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18 PROFESSIONAL DEVELOPMENT

Spanish Language Benefits Education; precision medicine in benefit

The Ellevate Foundation; REALIFE SHE-EO; NABIP’s Healthcare Fiduciary Certificate Program. Early doubts and lessons learned; Medicaid crisis planning; a new way to lead.

design; better serving diverse communities.

12 INDUSTRY

INNOVATION Medical cannabis in benefits strategies; Q4intelligence partnership; a look at TrumpRx.gov.

24 VOICES

action 44 HEALTHCARE IS LOCAL

48 ONGOING

EDUCATION Professionals at

Virginia’s legislative momentum; NABIP New Jersey shows what can happen when a small state works together.

different career stages share what earning the REBC taught them.

34

50 ENGAGEMENT

Delaware agent Tishalla McNeil of Thy Agape Group

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joins NABIP to keep learning and connect with peers. 52 THE MIDDLE MAN A quick search on NABIP’s Find an Agent tool connects fellow brokers.

Letter from the CEO

The future belongs to the evolvers

The health of our system and the sustainability of our profession depend on how quickly we evolve together. Market consolidation is reshaping the landscape. Artificial intelligence is changing how we analyze data and communicate with clients. Policy debates are testing the foundation of access and af fordability. In moments like these, agents lead. Across every conversation, from the ACA Way Town Hall to our dialogues with policymakers, phy sicians and employers, those who anticipate change, rather than react to it, are setting the new standard. NABIP’s role is to ensure our members have both the intelligence and the integrity to lead that evolution. The future of this work won’t be defined by

competition. It will be defined by collabetition. In 2025, we built bridges with associations traditionally viewed as competitors (NAIFA, HAFA and others) because the challenges before us demand collabora tion. Together, we’re proving that shared purpose and collective strength can move the industry faster than siloed ambition ever could. This spirit of collaboration is also evident in our Medicare advocacy, where NABIP stands with organizations like the Better Medicare Alli ance to defend access, quality and choice for millions of seniors. As Dr. Mehmet Oz recently stated, “Healthcare is personal, and policy must meet people where they are.” That’s the essence of what agents do every day. We meet people where they are, and we help them navigate what often feels impossible. In 2026, NABIP will continue that charge through my team’s focus on Integrity, Skill and Scale, priorities that will guide our next phase of growth. Our Certified Integrity Standard designation will set a national benchmark for ethics, transparency and accountability. In a time of rapid innovation, public trust must remain our greatest differentiator. We are also investing in the systems that keep us informed first: rapid policy briefings, real-time analysis of regulatory shifts and cross-market intelligence that connects advocacy with actionable insight. Whether it’s the future of Trump Rx, alternative payment models or AI’s impact on plan design, NABIP will stand at the intersection of foresight and influ ence. Leadership in this new era will be about having the most credible voice. And that’s what we’re building: a culture where agents are not just part of the conversation, but the ones shaping it.

“ Let’s redefine what it means to serve with

wisdom, courage and integrity that stands the test of change.

”

Jessica Brooks-Woods CEO, NABIP

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Letter from the President

Carrying our purpose to Capitol Hill

I want to take a moment to reflect on the remarkable journey we’ve shared this year and the vision that guides us into the future. Our members continue to inspire me every day with their commitment to innovation and service. When we lead with purpose and serve with intention, we all succeed together. A recent member survey highlighted what drives your engagement: Advocacy remains the cornerstone of our value. Our members rely on us to be their voice in shaping policy and protecting the interests of our industry. Leadership and professional development followed closely behind, reminding us that cultivating skills and connections is essential for personal growth and organizational impact. I am grateful to members who have stepped up with innovative solutions to fill gaps in our

association. These ongoing efforts are driving meaningful changes, enhancing your member experience and building a stronger, more resilient association for the future. Your ideas and energy are what enable us to continuously raise the bar. As your President, I am committed to serving with gratitude and humility. I am continually inspired by the dedication of our board, volunteers and staff, who embody the principles of servant leadership every day. We lead to serve, empower and elevate. In the spirit of radical candor, I encourage all of us to engage openly, give feedback thoughtfully and embrace opportunities for growth. Looking ahead, I invite you to continue this journey with us at our annual Capitol Conference. It’s more than an event; it’s an opportunity for members to come together and actively advocate for our industry and the consumers we serve. Bring letters from your clients, whether Medicare beneficiaries, business clients or families, because members of Congress want to hear directly from their constituents. This is your chance to connect, learn and strengthen the relationships that make our community resilient and impactful. Register today to ensure your spot, and bring your passion for advocacy and collaboration into 2026 with momentum and purpose. Thank you for your trust, your engagement and your unwavering commitment to our shared mission.

Learn more about Capitol Conference through nabip. org/events/ capitol conference

“

We will continue to lead, serve and shape a future that reflects the best of what we can achieve, together.

”

Susan Rider President, NABIP

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HONORING YOUR PAST

GUIDING YOUR PRESENT

PROTECTING YOUR FUTURE

TUNE IN WEEKENDS

TO MUTUAL OF OMAHA’S WILD KINGDOM

PROTECTING THE WILD ON NBC

Also available on the NBC app, nbc.com and Peacock. View the classic series on MeTv on Sunday mornings.

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NABIP in Action

When benefits speak the same language NABIP’s new Spanish Language Benefits Education certification helps brokers communicate more clearly to build trust and improve outcomes for all clients.

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It’s about helping every person understand their options, value their coverage and make informed decisions for themselves and their families. — Melissa Burkhart, Futuro Sólido “ ”

Sólido. “Futuro Sólido is NABIP’s exclusive partner for translation and multilingual benefits communication,” she adds. “The reason for this is to start to establish industry standards for the ways benefits terms are translated. Currently, there are no standards. ‘Primary care provider’ or ‘out-of-pocket maximum’ can be translated multiple ways. So, people often see multiple terms referring to the same thing, which is wildly confusing and unequitable.” The four-hour credential is delivered in two, two-hour sessions, with continuing education credit available for one of them. Beyond terminology, the curriculum explores how to simplify complex benefit concepts, avoid common compliance pitfalls and deliver information that genuinely connects with employees. Burkhart emphasizes that while SLBE prepares brokers to better serve Spanish-speaking clients, its lessons apply universally. “Speaking English doesn’t mean you understand benefits,” she says. “The same communication strategies that work in Spanish improve understanding across the board.” For brokers, the certification strengthens both cultural competence and client trust. It helps them anticipate language and literacy challenges that can lead to confusion, underutilization or poor plan choices — especially in industries with diverse workforces such as construction, hospitality and manufacturing. To further support members in growing their businesses,

Futuro Sólido offers Benefits Light Bulb videos. These short, plain-language explainers in Spanish and English cover topics like deductibles, HSAs, ICHRAs and out-of-pocket costs. NABIP members can access the full library for under $20 a month, rent it for a week for $17, or commission a custom-branded client portal with embedded video links. Every Spanish video includes an English version so brokers can easily preview and share accurate information with all clients. Additionally, a new initiative, Futuro 5, provides plan specific videos that illustrate key details, such as deductibles and coinsurance, and can be customized in any language using the employer’s actual plan data. These visual “cliff notes” help employees see how their coverage works before they need it. New sessions begin the last week of January and will recur monthly through spring. As Burkhart puts it, “It’s about helping every person understand their options, value their coverage and make informed decisions for themselves and their families.”

TIP: For more information on the Spanish Language Benefits Education certification, visit nabip. org/events/ list/single events/slbe certification

NABIP’s Spanish Language Benefits Education (SLBE) certification, developed with Futuro Sólido, is designed to help every member grow in effectiveness — whether or not they speak Spanish. The goal is to create clearer, more inclusive communication that helps employees better understand and use their benefits. “SLBE is about building your business with ethics and excellence,” says program lead Melissa Burkhart of Futuro

Jacob Wackerhausen / iStock

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NABIP in Action

Bringing precision medicine into the broker toolbox NABIP task force aims to help brokers turn genomic science into benefit solutions.

NABIP’s Precision Medicine Task Force, led by Lena Chaihorsky, co-founder and SVP of Payer Innovation at ALVA10, is taking shape this winter with an expected roster of 10 to 15 members. The group is charged with identifying opportunities to bring advances in genomics and diagnostics into employee benefit design. The goal is to bridge the gap between

cutting-edge medical science and practical applications that improve care and reduce costs. “Precision medicine ensures that people do not go on drugs that won’t work for them, and enables us to find disease early and treat it more effectively,” says Chaihorsky. A precision medicine expert and two-time entrepreneur,

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respond well to that drug,” Chaihorsky explains. “That’s a problem brokers can help solve by incorporating proven the same and hoped for the best. Precision medicine lets us treat people based on their specific biology. — Lena Chaihorsky, ALVA10 “ ” Historically, we’ve treated everyone

Chaihorsky has spent her career focused on how data from DNA, RNA and other biomarkers can help predict disease risk, guide drug selection and improve patient outcomes. “Historically, we’ve treated everyone the same and hoped for the best,” she says. “Precision medicine lets us treat people based on their specific biology, leading to more effective and efficient care.” Her path to NABIP began with a realization: While commercial insurers often struggle to capture the full value of precision medicine, employers — and the brokers who serve them — stand to benefit the most. “If an employer is paying for 100 prescriptions of Humira, only about 40 people will actually

precision medicine tools into their clients’ benefit strategies.” The task force will focus on how to make these technologies easy for brokers to understand, source and deliver. “We’re bringing the science,” says Chaihorsky. “We need brokers’ expertise to figure out how to package and present it in ways that employers can immediately act on.” By aligning healthcare innovation with benefit design, NABIP’s Precision Medicine Task Force aims to help brokers unlock new value for employers and improve access to more personalized care for employees. Recruitment is expected to wrap up by early winter, with the group’s first recommendations anticipated in 2026.

TopVector / iStock

Keep an eye on NABIP’s weekly newsletters and nabip.org for upcoming information on the Precision Medicine Task Force.

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NABIP in Action

A national movement for cultural inclusion in benefits

The Coalition for Inclusion in Benefits and Insurance helps brokers serve diverse communities.

One of NABIP’s newest national initiatives began the way many great ideas do — with industry leaders identifying a shared gap in access and equity. At BenefitsPro 2024, conversations among Jasmine Keating, Ruby Ulloa, Melissa Burkhart and others highlighted that too many communities still lack culturally relevant benefits education and tools. Within weeks, that spark ignited the creation of CIBI, the Coalition for Inclusion in Benefits and Insurance, powered by the NABIP Foundation. “We saw underrepresented communities working twice as hard just to access the same basic information,” says Keating, NABIP’s director of strategic growth. “CIBI is our commitment to closing gaps with meaningful tools and a sustainable, scalable structure.” CIBI’s first pillar centers on the Spanish speaking community, pairing language access with cultural competence. “It isn’t only about vocabulary,” says CIBI board member Angie Wilson. “Culture

member, has opened doors with groups like the Latin American Association of Insurance Agencies and the National African American Insurance Association, while chapters are raising their hands to pilot resources with Creole-speaking and Asian American communities. “We’re building a strong foundation first,” Keating says. “Then, we’ll adapt the blueprint for additional cultures.” CIBI’s leaders envision a national committee with chapter “tentacles” in every state, feeding data, stories and solutions back into NABIP’s advocacy. “Eventually this is about policy, too,” says Ulloa. “If we want a system that works for everyone, culturally inclusive design has to show up in legislation.” Adds Keating, “Our commitment to inclusion is both practical and measurable. Every person deserves access to clear guidance and affordable care and CIBI is how we make that a reality in every community we serve.”

drives trust. You can misplace a verb and still connect when you understand the community you’re serving.” That philosophy anchors CIBI’s first signature resource, the Spanish Language Benefits Education certification for benefits professionals, developed with Futuro Sólido. [See ‘When benefits speak the same language,’ p.6, for more.] The CIBI is also building a shared toolkit of checklists for client meetings, sample social posts and email scripts, conversation guides and a plug-and-play presentation deck. “Members have looked for quality resources and found very little,” says Rosamaria Marrujo, CIBI board member. “We’re packaging what works.” Momentum is spreading through potential partnerships. Ulloa, also a CIBI board

Members who work closely with specific cultural communities are encouraged to connect through NABIP’s feedback app using the CIBI tag to share ideas, needs and partnerships.

Wildpixel / iStock

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Winter 2025 bip magazine 11

Industry Innovation

Cannabis in care: What brokers should know now From pain and mental health to oncology support, a primer on where medical cannabis fits, and how to translate it into responsible benefit design.

Medical cannabis has moved from the margins to the mainstream of clinical conversation. It is increasingly relevant for brokers advising employers on cost, access and outcomes. In a recent NABIP webinar hosted by CannaCoverage, a panel of clinicians, researchers and benefit advisors outlined where cannabis has therapeutic potential, why employers are taking notice and how to evaluate coverage models responsibly within the legal and regulatory landscape. Why it matters for plans The presenters framed cannabis as one tool, rather than a cure-all, in an outcomes-first strategy: • Chronic pain: With more than 50 million U.S. adults reporting chronic pain, opioids remain common but risky. The panel cited state level experience suggesting that wider medical cannabis access correlates with declines in opioid dispensing and related harms. They empha sized structured education and monitoring as non- negotiables. • Oncology support: Nau sea, vomiting and appetite loss from chemotherapy often

derail adherence. A pharma cist on the panel described using cannabis regimens to manage side effects so patients can stay on clinically effective therapies longer. • Mental health: Depression and anxiety drive absenteeism and turnover. The team dis cussed careful, adjunctive use

in selected cases under physi cian oversight, with attention to safety and function at work. • Multiple sclerosis and other neurologic condi tions: A case example from their practice highlighted symptom control and poten tial drug-spend offsets when cannabis replaces or reduces

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GETTING STARTED: a broker’s checklist ✔ Map state laws and employment policies; brief HR and legal. ✔ Identify priority use cases aligned to population needs. ✔ Select a vetted clinical partner with protocols and reporting. ✔ Define coverage criteria, safety rules and UM. ✔ Build member education that sets expectations and reduces risk. ✔ Establish metrics, baselines and a 6–12 month evaluation plan.

higher-cost agents, with close clinical supervision. When used appropriately, cannabis can sometimes replace or reduce prescription burden, improve tolerance to necessary treatments and support adherence. These effects can flow through to medical and Rx trend, disability and productivity. What the science (and history) suggest The panel traced the clinical context from cannabis’ pre-prohibition use in the

They stressed that evidence quality varies by indication and product, and that dose, route

and formulation matter. Where it can fit in employee benefits Because legality, product

standards and reimbursement differ by state, there is no single blueprint. The speakers outlined models they’ve seen employers consider — especially in self funded plans: • Structured medical benefit for qualifying indications with physician certification, defined dose forms and utilization controls (e.g., prior authori zation, quantity limits, step therapy with documented intolerance or failure of con ventional options). • Supplemental carve-out administered by a specialized vendor with clinical triage, education and safety checks, reported back to the plan alongside PHI safeguards. • Stipend or reimbursement approach with medical-neces sity criteria, recognizing tax implications and the need for documentation. • Care navigation + educa tion even without coverage, to steer members toward evidence-based indications, avoid unsafe products and reduce trial-and-error. For fully insured groups, coverage is typically constrained by carrier policy; brokers can still bring vendor education, navigation and harm-reduction resources.

As state policies evolve, brokers have a real opportunity to lead by asking employers the right questions, finding credible partners and helping clients

U.S. pharmacopeia to today’s research on the

navigate the compliance and care

considerations around medical cannabis.

PetroliniVideo / iStock

endocannabinoid system, our body’s receptors that interact with cannabinoids. That biology underpins why cannabis appears to exert effects across pain, sleep, nausea, appetite and mood.

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Industry Innovation

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4. Education first • Member-friendly materials on onset, duration and side effects • Expectations on function at work and impairment rules • Manager and HR talking points to reduce stigma and confusion 5. Compliance and policy alignment • State law mapping for medical programs and employment protections • Coordination with drug-free workplace, DOT and safety policies • Privacy, data-sharing and ERISA documentation When used appropriately, cannabis can sometimes replace or reduce prescription burden, improve tolerance to necessary treatments and support adherence. — CannaCoverage ”

Guardrails brokers should insist on From an education and fiduciary perspective, the panel urged brokers to treat cannabis like any high-impact therapy class: 1. Clinical governance • Physician oversight with indication-specific protocols • Standardized intake, baseline assessments and follow-up intervals • Clear exclusions (e.g., preg nancy, certain psychiatric histories) 2. Product quality and safety • Laboratory testing, chain of custody and dose consistency • Preference for non-combusti ble routes when appropriate • Workplace safety guidance for safety-sensitive roles 3. Utilization management • Prior authorization tied to diagnosis and past therapy • Quantity limits and taper plans when goals are met • Drug-drug interaction screening

Cost and outcomes: what to watch The presenters shared experience from public sector adoption in New Jersey and pointed to analyses where medical cannabis availability coincided with Rx savings (including Medicare populations) and lower plan spend in selected cohorts. They cautioned that results depend on program design: savings are most plausible when cannabis prevents higher-risk escalation (e.g., long-term opioids), supports adherence to effective but difficult treatments or replaces specific high-cost drugs in eligible members. Measurement basics include: • Pre/post utilization of target drug classes • ER and inpatient use for pain crises or adverse events • Chemo completion rates where side-effect manage ment is the goal • PROMs (patient-reported outcomes) for pain, function and sleep but it is an increasingly evi dence-informed option in the benefits toolkit. Proper guard rails may support better symptom control, adherence and member experience while offering targeted opportu nities to moderate costs. For brokers, the work is educational and fiduciary first: translate the science, set the rules, measure the results and keep members safe. Medical cannabis is not a one-size-fits-all solution,

Inna Dodor / iStock

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Elevating the sales conversation NABIP and Q4intelligence partnership helps members strengthen business strategy and client relationships.

to Growing a Business , which includes dozens of tools, documents and frameworks that support both client development and agency leadership. Enrollment in the program is rolling, so members can begin their six-month journey at any time through the NABIP Online Learning Institute. “Professional development is not a one-time event,” Trokey says. “It’s a process of continuous improvement, and this partnership gives NABIP members an executable roadmap for doing just that.”

NABIP’s new partnership with Q4intelligence gives members an opportunity to refine how they work, sell and lead. The six month professional development program combines structured training, coaching and peer collaboration. The program features eight interactive sales modules that help participants shift from being seen as sellers of products to solvers of problems. “The ultimate differentiator any of us have is how we work,” says Kevin Trokey, Q4intelligence founder and NABIP Region VI

vice president. “This training helps advisors move the sales conversation from a transaction to a relationship, one that starts with understanding the buyer’s needs before offering a solution.” Participants also join the Goose community, a national network of like-minded professionals focused on growth and accountability. Twice-monthly master classes, online discussions and online access to Q4i coaches help reinforce the lessons and keep progress on track. Each participant receives a copy of The Salesperson’s Guide

TIP: For more information, visit nabip training .org/nabip/ more-sales -system

filadendron / iStock

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Industry Innovation

TrumpRx.gov introduces a new twist in drug pricing The administration’s direct-to-consumer platform aims to lower prescription costs by bypassing PBMs, but its impact on insured Americans remains uncertain. By Craig Hasday

President Donald Trump’s announcement of a landmark deal with pharmaceutical giant Pfizer and AstraZeneca (with potentially more manufacturers to follow) revolving around the new federal website, TrumpRx. gov, has introduced a major, and highly political, shift into the prescription drug landscape. The administration has made clear its intention to lower exorbitant U.S. drug prices and align them with those of other developed countries (a concept known as most-favored-nation pricing). The core premise of the deal, as framed by the administration and Pfizer CEO Albert Bourla, is to end the “unfair situation” where American consumers effectively subsidize global drug research and development. Under the agreement, Pfizer has committed to pricing new drugs in the U.S. at parity with those same drugs in developed nations. Furthermore, the company will offer discounted prices on a range of its current medications through the upcoming federal platform. The mechanism The TrumpRx.gov website, slated to launch in 2026, will act as a search portal,

Set to launch in 2026, Trump Rx.gov will act as a search portal for existing direct-to consumer drug fulfillment.

redirecting consumers to the pharmaceutical manufacturer’s existing direct-to-consumer (DTC) channels for fulfillment. Pfizer, the first major drugmaker to sign on, has promised discounts averaging about 50% lower than current

prices for its participating drugs, with some savings reaching up to 85%. This model aims to bypass middlemen like pharmacy benefit managers (PBMs), a strategy that mirrors the approach of other private initiatives like Mark

erdikocak / iStock

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“ ”

The administration views this as a model for corporate responsibility.

Cuban’s Cost Plus Drugs, which is aimed at lower-cost generic drugs. The administration views this as a model for corporate responsibility and a signal to other manufacturers, who are also being pushed under threat of tariffs, to join similar agreements. For Pfizer, the agreement provides a three year grace period from those potential tariffs, coupled

this direct-from-manufacturer program will not apply — at least initially. For an average consumer with good coverage, their co-pay or co-insurance, determined by their insurance formulary and negotiated prices, may very well be lower than even a 50% discount off a high retail list price. As critics point out, a 50% discount on a drug that costs over $1,000 out-of-pocket is still unaffordable for most. Some experts speculate that new reimbursement models, such as drug-only health reimbursement arrangements (HRAs), could emerge if regulatory support follows. The initiative primarily offers a potential safety net for two specific groups: 1. The uninsured: Individuals without health insurance could realize significant savings compared to paying the full retail list price. 2. High-deductible/non formulary patients: Those with high deductibles or whose specific brand-name drug is not covered by their formulary might find the discounted direct to-consumer price to be their cheapest out-of-pocket option. What it means for clients For our clients, the announcement serves as a timely reminder that prescription drug pricing is complex and often disjointed from their insurance benefit structure. Key takeaways for clients: • Compare prices. When Trum pRx.gov launches in 2026, it will become another variable in the price comparison equation. Patients should always compare their insurance co-pay against the discounted cash price

on TrumpRx.gov (and other discount sites like Single Care, GoodRx or Cost Plus Drugs) before filling a prescription. • Insurance remains primary. For the insured, especially those who have met their deduct ible or have low co-pays, their insurance will likely remain the most cost-effective path for medicines covered by the plan. • There will be an impact on innovation and formularies. The long-term impact hinges on two major factors: whether other manufacturers partici pate, and how this new pricing dynamic interacts with PBM negotiations and insurance formularies. If MFN pricing genuinely lowers list prices, it could eventually lead to lower costs across the board, but this remains to be seen. The Trump administration also announced a manufacturer direct in vitro fertilization program to lower the cost of these procedures for families. In the meantime, we must continue to guide our clients by emphasizing comprehensive coverage and formulary awareness. TrumpRx.gov is an incremental step toward price transparency and potential cash-pay relief, but it is not the wholesale system transformation that will immediately reduce costs for most insured Americans. Hasday is president of the National Employee Benefits Practice at EPIC Brokers.

with a commitment to invest significantly in U.S. domestic manufacturing. The broker’s perspective The vast majority of Americans rely on private insurance, Medicare or Medicaid, and

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Professional Development

Elevating women, and everyone who champions them Born out of NABIP connections, the Ellevate Foundation creates a space for leadership, mentorship and belonging.

Ellevate Foundation started with a birthday dinner at NABIP’s Capitol Conference in 2018 and has since evolved into a national movement for women’s leadership in insurance and beyond. What began as an informal conversation among NABIP members is now an independent nonprofit dedicated to mentorship, allyship and professional advancement for women. According to S&P Global Market Intelligence, only 23% of executives and officers at large insurance companies are women, even though women represent 48% of entry level employees, according to McKinsey & Company. McKinsey’s research also shows that only 81 women are promoted to manager for every 100 men. Ellevate’s founders believe that one key to changing such statistics lies in building stronger sponsorship and networking opportunities. “That’s why Ellevate exists,” says Stephanie Berger, board president, and NABIP treasurer. “We’re here to create the kind of formal and informal networks that help women rise, because talent and ambition alone aren’t always enough.”

TIP: Visit elevate foundation. org and use promo code #NABIPLOVE for an exclusive discount on the 2026 Women's Leadership Summit.

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surprised and deeply moved the board. “It was incredible to be recognized by our peers,” says Sue Wakamoto-Lee, founding board member. “My daughter was sitting next to me when they announced it. To see her pride in that moment was something I’ll never forget.” The organization’s impact also extends beyond events. Through sponsorships and donations, Ellevate funds professional development grants that help women advance their careers and attend industry conferences. To date, the foundation has awarded three $1,500 grants, with a goal of providing at least two each year, and more as funding grows. The connections we made through this association changed our careers and our lives. That’s the power of plugging in. Now, we’re paying that forward for the next generation of leaders. — Cerrina Jensen, Ellevate Foundation ”

From a NABIP idea to a national platform Ellevate’s signature event, the Women’s Leadership Summit (WLS), was first introduced in 2019 through NABIP’s California chapter. After a Covid-related pause, the group officially formed the Ellevate Foundation in 2022 and partnered with CAHIP to transfer ownership of the event. That collaboration gave the foundation the structure to grow and the momentum to expand beyond insurance, now welcoming women from across professional disciplines. The summit has since become known for its intimate format and lasting impact. “It’s not about HMOs and PPOs,” Berger says. “It’s about leadership and connection. People walk away changed. They make friendships and career connections that last.” Attendees come from more than a dozen states, with companies like Amwins Connect even using the event as their annual team-building experience. “It’s the only time their national sales team of women gets together in one place,” notes Cerrina Jensen, co founder, secretary and treasurer. “That’s the kind of energy this event creates — collaboration and community.” Recognition and results At this year’s NABIP Annual Convention, Ellevate received NABIP’s inaugural Trailblazer Award, a recognition that

Inclusion, allyship and the Mars Squad From the start, the founders were clear that inclusion must extend to men as well. Drawing inspiration from John Gray’s bestseller Men Are from Mars, Women Are from Venus , they launched the Mars Squad, an annual membership program for men who support women’s leadership in the industry. Members proudly display their Mars pins at events, and several have already committed to lifetime memberships. “These men aren’t just supporters, they’re advocates,” Jensen says. “They talk about doing it for their daughters, their wives, their colleagues. In a male-dominated field, that kind of allyship matters.” A growing network with big goals ahead Behind the scenes, Ellevate’s board meets weekly and stays connected year-round, balancing logistics with what they call “365 days of cheerleading.” The group continues to expand its partnerships, inviting sponsors to fund new grants and scholarships and exploring virtual programs to make its resources accessible nationwide. “Everything about this started with NABIP,” says Jensen. “The connections we made through this association changed our careers and our lives. That’s the power of plugging in. Now, we’re paying that forward.”

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Leading from rest, not rush REALIFE SHE-EO helps women in benefits become the CEOs of their own lives, personally and professionally.

After decades of high-level corporate experience in the benefits industry, Annette Bechtold made a pivotal decision to help others lead without burning out. In 2022, she left corporate leadership to focus full-time on coaching and consulting, building on a passion she had nurtured since 2016. Her next chapter came through the REALIFE SHE-EO program, a new NABIP-presented professional development initiative hosted by Forte Consulting. Designed for women aspiring to grow and succeed in the health insurance industry and beyond, the six-part series helps participants embrace their role as the executive officer of both their life and career.

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The program draws from the REALIFE Process framework developed by author Teresa McCloy, whose book, Do What Matters: Live from Rest, Not Rush, has become a touchstone for leaders seeking balance and purpose. “Everyone in our industry understands rush,” Bechtold says. “We live in it every day. This program helps people discover what it means to live and lead from rest instead.” Building a new kind of leadership framework REALIFE SHE-EO combines structured business strategy with personal alignment. Each of the six sessions devotes half its time to professional development — clarifying goals, decision-making and communication — and the other half to the individual’s own “rule of life”: identifying what matters most in their current season and how to align actions with values. The program begins with a kickoff meeting followed by six virtual, interactive sessions focused on leadership development, self-care strategies and business acumen. Each cohort forms a supportive community designed for collaboration and accountability, with the option to add one on-one coaching sessions for continued growth. The program concludes with an opportunity to meet in person, celebrating progress and reinforcing the lasting network participants build along the way. “It’s not just a seminar you attend and then go back to the same routine,” Bechtold explains. “It’s about creating a sustainable model for growth

where your personal and professional priorities finally support each other instead of competing.” The small-group format builds accountability and connection, something Bechtold believes women in the industry especially need. Participants collaborate throughout the Capitol Conference or Annual Convention to share progress and inspire new cohorts. Why focus on women first While the REALIFE Process framework can apply to anyone, Bechtold and McCloy chose to begin with women for a reason. “Women face a different set of program and meet again at NABIP events such as

pressures,” she says. “Many are balancing leadership, caregiving and personal responsibilities that never really stop. This is a space where they can breathe, connect and grow with people who understand.” Future versions of the program may include men’s or young professional cohorts, but for now, the focus remains on women — especially those in benefits and insurance — who want to redefine what professional success looks like. Bechtold calls it “a permission slip to lead differently.” “REALIFE SHE-EO gives women a community and a framework to do meaningful work and live a meaningful life,” she says. “You don’t have to choose between the two.”

For more information on the program, visit forteatlanta. com/she-eo

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Professional Development

Building a fiduciary future for healthcare A new certification helps NABIP members guide employers through the industry’s next compliance frontier.

For the first time since ERISA’s passage more than 50 years ago, health plan sponsors are now legally required to uphold a fiduciary standard — a duty to act in the best interests of plan participants. The shift, driven by the Consolidated Appropriations Act (CAA), marks a turning point for employer accountability and a new opportunity for brokers and consultants to lead.

The new Healthcare Fiduciary Certificate Program, developed by the Center for Board Certified Fiduciaries (CBCF) and Innovu, with NABIP as an education partner, equips advisors to navigate this evolving landscape. Through 12 to 15 hours of training, available virtually or in person, participants learn how to help clients meet their legal obligations, manage vendors transparently and improve plan outcomes.

“Advisors have been running fiduciary standards on retirement plans for nearly two decades,” says Hugh O’Toole, CEO of Innovu. “But when it comes to healthcare, their clients now face the same requirements — and most have no idea what that means. This certification fills that gap.” The program uses the Engage, Explore, Envision, Execute and Examine framework, adapted from the

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retirement industry’s fiduciary model. Advisors learn how to identify conflicts of interest, benchmark vendor pricing, analyze claims data and document every decision to protect both the employer and plan participants. O’Toole emphasizes that the goal extends beyond compliance. “This isn’t just about avoiding lawsuits,” he says. “When employers embrace fiduciary principles, they return capital to themselves and to their employees. It’s one of the few compliance initiatives that improves health, trust and financial outcomes all at once.” The certification includes six hours of live instruction, four hours of self-study, and two hours of testing. Advisors who complete it can also train employer clients, expanding fiduciary literacy across the benefits ecosystem. “Transparency and stewardship are the new differentiators,” O’Toole adds. “Advisors who can prove process — and teach it — will define the next era of healthcare leadership.” their employees. — Hugh O'Toole, Innovu “ ” When employers embrace fiduciary principles, they return capital to themselves and to

Voices

What I’d tell myself on day one One agent’s open letter to the person he was when he started — about fear, faith and finding purpose in this business. By Jeremy Mueller

your self-belief will grow stronger. Then, everything will change. You’ll go from wondering how you’ll ever make it to knowing you were meant to do this work. You’ll focus less on numbers and more on relationships — on serving with love and integrity. Clients will trust you, busi nesses will rely on you and you’ll see the power of what brokers can do when they lead with purpose. Blessings will unfold. You’ll travel, mentor others and build the freedom you once only dreamed about. You’ll reach financial stability, give gener ously and find peace. Most of all, you’ll look in the mirror one day and see the person you always hoped to be — someone grounded, grateful and proud of the life you’ve built. Through it all, you’ll keep loving your clients and lifting others up. You’ll wake up each day proud of the work you’ve done, the lives you’ve touched and the belief that has become your superpower. So never forget your why. Chase it like your life depends on it. Be brave. Stay grounded. Love with your whole heart. And always be proud of your incred ible growth and the beautiful life waiting on the other side.

I was recently challenged to do what I encourage every agent to do: write a letter to myself, the me I was the day I started in this business. Building an insurance practice is filled with highs and lows. It takes grit, humility and faith to keep going. I hope my letter below [edited for length] encourages new agents just starting out or reminds seasoned ones why they began. I encour age you to write your own.

turn fear into confidence. Blind faith will grow into real belief that will inspire others. This journey won’t be easy. You’ll doubt yourself, face rejec tion and learn everything the hard way. You’ll make hundreds of calls, hear “no” more times than you can count, and sit in your car wondering if you can keep going. But you’ll remem ber your why — helping others while fighting for your own freedom — and that will carry you through. Slowly, hope will show up. You’ll survive your first AEP. You’ll think about quitting, but mentors will see your potential and remind you why you started. You’ll realize you can make a dif ference. The darkness will lift, and Jeremy Mueller is an agent with Senior Benefit Services specializing in Medicare-related products. Having worked with kids for most of his career, he transitioned to Medicare in 2021.

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Never forget your why. Chase it like your life depends on it. Be brave. Stay grounded. Love with your whole heart.

Dear Me, Think about where you began, where you are and where you’re heading. Remember growing up with Mom and Dad working full-time, raising seven kids in a five-room trailer. You told your self you’d be the one to break the cycle — to rise above just surviving paycheck to paycheck. Now you’re 32, feeling hope less, standing at the edge of a decision that will change every thing. Fear is loud. You wonder if you have what it takes. But here’s what will happen: You’ll

You are living your dream. With love, Yourself

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The hidden lifeline in LTC Understanding Medicaid Compliant Annuities can help advisors protect clients’ assets. By La Rae Mills

Long-term care remains one of the most pressing financial risks facing American families. Ac cording to recent estimates, the average annual cost of a private room in a nursing home now exceeds six figures. While purchasing LTC insur ance well before they require care is ideal, the unfortunate reality is that many people fail to plan ahead. The good news is that you can still help them con front these financial challenges when facing a long-term care crisis, even if they did not plan ahead. That’s where Medicaid crisis planning comes in. Medicaid is the country’s largest payer of LTC. While families may assume it only serves low-income households, middle-class individuals and couples frequently end up rely ing on Medicaid after exhaust ing their resources. Without guidance, they may deplete their assets unnecessarily. The Medicaid Compliant Annuity (MCA) provides an alternative. By converting excess countable assets into an income stream, it allows the individual who requires care to qualify for Medicaid more quickly while preserving financial stability for the spouse at home or protecting funds for their children or other loved ones. For advisors, the MCA is an essential tool that comple

So, how can insurance professionals integrate Medic aid planning into their toolkit? 1. Learn eligibility basics. Rules vary by state, so start by exploring the asset and income limits, spousal impov erishment protections and resource tests for your state of practice. A working knowledge of eligibility is essential. 2. Know when to use MCAs. MCAs are designed for crisis scenarios, when a client is already in need of care and traditional planning tools, such as LTC insurance, are no longer viable. Advisors should recognize these situations and collaborate with specialists to implement the MCA effectively. 3. Build a network. Medicaid planning often requires coordination with at torneys and financial experts. Building a trusted network ensures Medicaid compliance

La Rae Mills, LTCP, is insurance operations manager at Krause Agency.

TIP: Incorporating

Medicaid planning

ments LTC insurance and other senior market products — not a replacement. Consider the case of a mar ried couple facing a sudden nursing home admission. The couple has $250,000 in sav ings — too much to qualify the spouse who needs care for Med icaid. Without planning, they risk draining nearly half their assets before Medicaid eligibility can be established. By working with an advi sor knowledgeable in Medicaid planning, the couple instead uses an MCA to convert their excess assets into an income stream. The spouse in care qualifies for Medicaid almost immediately, and the spouse at home preserves financial secu rity to maintain their lifestyle in the community.

strategies, particularly MCAs, expands the

advisor’s role from insurance agent to

trusted guide through life’s most difficult transitions.

and client confidence. 4. Educate clients. Even before a crisis hits, advisors can help clients

understand that Medicaid is a realistic part of the LTC con tinuum. Setting expectations can reduce fear and stigma when a crisis hits.

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Voices

Staying in the fight Leadership comes in many forms. At its core, it’s about service and the drive to make meaningful change. By Tim Kanter

I have 30-plus years in the insurance industry, but during that time have been involved in many businesses and nonprofits. This experience has given me a broad foundation I can draw on to support NABIP. I’ve built a multi-million dollar agency, led acquisitions and coached other agents and agencies through their own growth. I’ve also founded and scaled national nonprofits, launched thriving divisions and led marketing for a startup that grew into a multi million-dollar enterprise. With this background, saying yes to leading the Office of Transformation was as natural as staying involved after the election. In my past roles as local and state president, I saw firsthand how dedicated leadership can positively impact members, and ultimately, their clients. Now, I have the chance to help drive that impact on a national scale. Under the leadership of Jessica Brooks-Woods, the Office of Transformation will help accelerate NABIP’s growth, expand its reach and strengthen its mission to improve healthcare access and quality for the people we all serve. That is what I’m passionate about. That is why I’m here. And I’m not going anywhere. I look forward to this next chapter and to working alongside my fellow members to help this association to thrive.

When I decided to run for Vice President of the NABIP Board of Trustees this past July, one question came up repeatedly: If you don’t win, will you still stay involved? I found that question fascinating because to me, the answer was obvious. But I understood why others asked. Historically, in NABIP (and in many organizations), candidates who don’t win sometimes fade away. They stop showing up, stop contributing and essentially “take their toys and go home.”

Tim Kanter is benefit sales manager for California with InsZone Insurance and serves as the Director of Transformation for NABIP.

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clients. My clients deserve access to affordable, high-quality care that enables them to live long, healthy lives. NABIP is one of the best tools I have to help make that happen. Supporting NABIP is simply an extension of supporting my clients. Running for NABIP office was one way to contribute to that mission. When I set out to run, I knew that if I couldn’t help in that role, I would help in another. That will remain my stance for as long as I’m in this industry, and likely beyond. Office of Transformation Not long after the election, I was invited to lead a new initiative: the NABIP Office of Transformation. This office will raise funds, awareness, and the bar for what NABIP can accomplish.

My clients deserve access to affordable, high-quality care that enables them to live long, healthy lives. NABIP is one of the best tools I have to help make that happen.

For me, that was never an option. I didn’t even consider it. How could I walk away from one of the most influential organizations, fighting every day to protect and improve access to quality healthcare for the people I serve — my clients? I can’t. Another common question was why I’m so passionate about NABIP. The truth is, my passion isn’t for NABIP itself; it’s for my

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